Former Harvard Law School professor Roger Fisher and academic, anthropologist and negotiator William Ury developed this approach in their 1981 book „Getting to Yes.“ They identified five stages of the negotiations in principle and argued that the negotiations would be fruitful if they promoted cooperation towards a common goal. „This book presents a case study by Chrysler, Fiat and the government; but offers much more. The author, who focuses on the automotive industry, stresses the importance of context. The days of the zero-sum mentality are over. This is the important message Caputo sends in his brilliant book: we can all be winners. A must for all entrepreneurs, business negotiators, policy makers, bankers and lawyers. (Léo-Paul Dana, Professor, Professor, Montpellier Business School, France and Marie Curie Fellow, Princeton University, USA) Stay calm during negotiations, as this will support your decision-making processes. Observe the other party`s emotions, and don`t try to react in DerArt when the discussion is „heated.“ In an ideal win-win situation, you will find that the other person wants what you are willing to act, and that you are willing to give what they want. If that is not the case and one of you has to give in, it is right to negotiate some kind of compensation.
But both sides should still feel comfortable with the result. Chances are you`ll find a solution that gives all parties the feeling of winning by choosing the aptly named „win-win“ approach to negotiating. „With regard to the strategy and behaviour of human negotiations, the author shows his wisdom in developing a new methodology and a practical framework for application in the automotive industry. Powerful and effective argued, the theory of this book ensures a fun and interactive reading. (Marina Dabia, Professor, Nottingham Trent University, United Kingdom and University of Zagreb, Croatia) „Andrea Caputo offers a forward-looking negotiating framework that has practical and theoretical implications for progress in the field. It`s a must for managers and academics! (Diane H.B. Welsh, Hayes Distinguished Professor of Entrepreneurship and Founding Director of Entrepreneurship Programs, UNC Greensboro, USA) Based on the concept of win-win agreements, this book analyzes how they represent a significant challenge for entrepreneurs, managers and consultants involved in complex business-to-business negotiations. With an overview and discussion of existing literature, the author develops a theoretical framework for the analysis of enterprise bargaining and shows how this can be implemented in real-life situations. This book presents an empirical case study of the automotive industry and analyzes negotiations between Fiat Chrysler in 2009 and proposes practical strategies for the parties to the business negotiation. This book, which shows how win-win agreements can improve competitive advantage, will be invaluable to practitioners and scientists. A win-win negotiation is a careful investigation of both your own position and that of your opponent, in order to find an acceptable result for both parties that will offer you as much of what you want as of your opponent. If you`re both happy to leave with what you`ve earned from the deal, then this is a win-win situation! „Basically the Basis for Negotiation“ is a win-win strategy developed by Roger Fisher and William Ury, which can help you negotiate a deal in a civil way.